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spacer Sales Mastery for Restorers Program Agenda

Sales Mastery Class

RIA Member
Day 1
  • Three Attributes of Successful Salesperson
  • The Feature Benefit Trap
  • The Buyer Seller "Conflict"
  • Understanding Control Points in the Sales Process
  • Traditional vs. Consultative Selling
  • Learning a Non-Selling Posture
  • The Six-Step Sales Mastery for Restorers Selling Model
  • The Call Opening
  • Understanding Your Company's Differentiation
  • Target Pain Profiles
  • Understanding Your Competition and How to "Delete" Them
  • Dealing with the Incumbent Supplier
  • The Elevator Speech
  • Prospecting and the Transition to the "At the Desk" Meeting
Day 2
  • The Motive Step of the SMR Sales Process
  • The Financial Step of the SMR Sales Process
  • The Decision Step of the SMR Sales Process
  • The Commitment Step of the SMR Sales Process
  • The Info/Proof Step of the SMR Sales Process
  • The Managing Expectations Step of the SMR Sales Process
  • Advanced Sales Situations
  • "Handling" Objections
  • Reward and Refocus Theory
  • Selling to Committees
  • Proven RFQ/RFP, RFI Strategies
Group Size is Limited. Register Now!
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